Final answer:
Handling buyer objections effectively can involve the Value Close to justify the product's price and the Evidence Close to attest to its quality. These methods aim to alleviate concerns resulting from imperfect information and highlight the product's benefits.
Step-by-step explanation:
When faced with objections from a buyer, a seller can use various close methods to address the concerns effectively. Let's identify two common objections and demonstrate how to handle them:
- Price Objection: The buyer may feel the product is too expensive. In this case, the seller could use the Value Close by emphasizing the quality, longevity, and cost-effectiveness of the product over time.
- Quality Objection: The buyer might be skeptical about the product's quality. The seller can handle this objection by providing evidence of quality, such as customer testimonials or industry certifications, utilizing the Evidence Close.
These close methods reassure the buyer by addressing their imperfect information and turning their attention to the value and credibility of the product or service.